For Mike Saunders, acquisition is ultimately about people. It provides continuity for clients, creates new possibilities for advisers and helps secure the long-term future of the firms involved.
As Managing Director of Arrowe Financial Limited, Mike has completed several acquisitions over the past five years and continues to explore new opportunities as the firm evolves. While acquisitions can help his firm expand, he believes lasting success depends on identifying the right cultural fit, maintaining trusted client relationships and investing in the people who make the organisation what it is.
That approach has enabled Arrowe to expand without losing the values and sense of teamwork that define the firm.
Growth has not been achieved alone. Alongside the commitment and ambition of the Arrowe team, Mike credits The Openwork Partnership with providing the support and encouragement needed to help the business evolve over time. As acquisition opportunities have emerged, access to trusted relationships, practical guidance and a strong support network has played an important role in the firm's journey.
Why the right fit matters
Arrowe's acquisition strategy has been built on careful decision-making rather than pursuing every opportunity that becomes available.
Reflecting on the buyouts completed in recent years, Mike is clear about what determines whether a deal progresses.
"We have completed several over the past five years, first and foremost it has to be the right fit for all concerned, clients, advisers and the owners. If there is any aspect that I feel doesn't meet my strict criteria I won't take it any further."
This disciplined approach has allowed Arrowe to develop steadily while protecting the standards and culture that have underpinned its success.
For Mike, acquisitions are never simply about increasing client numbers or assets under advice. Every adviser joining the firm, every client being transferred and every owner stepping away should feel confident that the transition is right for them.
That commitment to quality over quantity has allowed Arrowe to scale while preserving the trust clients place in the firm. Supported by The Openwork Partnership throughout its journey, Arrowe has been able to grow in a way that remains true to its values, culture and long-term vision.
Bringing advisers and clients into the Arrowe family
Completing a transaction is only the start.
Once an acquisition takes place, attention turns to helping advisers, owners and clients settle in quickly and confidently. Mike has developed a structured onboarding process designed to make the transition as seamless as possible.
"We run a thorough getting to know you process and allocate one or more advisers to each business acquisition to ensure a smooth onboarding is achieved which is very client centric."
Communication plays a crucial role.
"In addition to emails going to clients, we create a merger brochure which is sent out with a covering letter to each client. This is then followed up by a phone call."
This personalised approach reassures clients while demonstrating the service standards that underpin the firm.
For advisers and owners joining Arrowe, integration extends well beyond systems and processes.
"The advisers and owners joining Arrowe are made to feel welcome by us including them into our team with regular team meetings, social events such as meals out, adventure days out in the hills and mountains of Wales, Go Karting and Go Ape team building days etc which all helps to build a strong team ethic."
This blend of planning, communication and team spirit has helped new firms settle in successfully while ensuring clients continue to receive a personal service.
Growing with support from The Openwork Partnership
Acquisitions can be complex. Alongside identifying suitable firms, advisers must consider regulatory requirements, client communication, adviser transitions and long-term integration.
For Mike, the backing of The Openwork Partnership has been an important factor in Arrowe's development.
"The Openwork Partnership has helped me build my business step by step over the years however Lisa Cook our Partnership Development Manager has been instrumental in our recent growth and acquisition story."
As new opportunities have emerged, Mike has been able to draw on the experience and guidance available through The Openwork Partnership. Whether discussing plans, exploring possibilities or navigating the practicalities of bringing firms together, having trusted advisers around him has provided confidence throughout the process.
That support is very much mutual. Reflecting on her relationship with Mike and the Arrowe team, Lisa Cook highlights the impact he has had across the Partnership.
"When I first joined The Openwork Partnership, Mike was the first Practice Principal to reach out to me. His positive and can-do attitude is infectious. He is also extremely generous with his support.
I am always invited to his team meetings and I feel very much part of Arrowe. He has supported many events too, bringing his whole team to the Christmas Dinner I hosted last year, as well as being extremely generous in donating gifts and bidding for – and winning – auction prizes, all in aid of the Openwork Foundation.
He is a legend!"
Combined with Arrowe's disciplined approach to acquisitions, this guidance and collaboration has helped establish solid foundations for the next stage of growth while ensuring clients remain at the centre of every decision.
From branch manager to business owner
Long before Arrowe's acquisition strategy took shape, Mike's career began in general insurance with AA Insurance, where he worked as a branch manager before moving into financial advice with Santander.
Running his own firm was not necessarily part of the original plan.
"I was actually head hunted by a manager of Allied Dunbar who convinced me I would be better off self-employed running my own business than working six days a week for Santander!"
The advice proved to be a pivotal moment.
What began as a leap into self-employment has evolved into a thriving firm built on hard work, determination and a relentless focus on delivering positive outcomes for clients.
Developing talent from within
One of the strongest examples of Arrowe's focus on nurturing talent can be seen in Sharon's progression from Senior Administrator to Wealth Adviser.
Mike recognised qualities in Sharon long before she began her adviser career.
"Sharon has shown great qualities and empathy with her dealings with clients as Arrowe's senior administrator and that combined with becoming a second dan blackbelt in Karate shows her commitment to being the best she can be."
Those qualities have continued to shine through as her career has developed.
"Sharon has excelled at studying and passing her qualifications whilst she transitions into a full adviser role showing expertise in her new role with some great business production and positive client feedback."
For Mike, Sharon's achievements demonstrate the value of investing in people and creating an environment where individuals can flourish.
Backing people with potential
Another success story is Sam's move into mortgage advice.
Mike had spent years trying to convince him to join the firm.
"I have known Sam for a long time and have been trying to convince him to join us for the past four years. I persuaded him to join instead of continuing as an accountant for a major local football club, a great transfer for Sam, his new clients and Arrowe!"
And, as Mike puts it:
"Once again tenacity won the day."
Sam's move reflects Mike's belief in spotting potential, backing people and helping them realise it.
Creating careers, not just jobs
When asked which achievements make him most proud, Mike does not immediately talk about acquisitions or expansion.
Instead, he talks about the people around him.
"We are very people orientated and I am delighted with everyone's determination to make a success from the opportunity we have provided."
Several members of the team joined Arrowe from completely different industries before establishing successful careers in financial services.
"I think Sharon, Sue, Dave and Neil have done exceptionally well as they have all come from non-financial services backgrounds and have created wonderful careers for themselves."
Their achievements reflect an environment where attitude, dedication and willingness to learn are valued just as highly as experience.
Supporting local communities
Supporting local communities has always been embedded in the Arrowe culture.
Over the years, the firm has been involved in a wide variety of charitable, sporting and community initiatives.
"We have sponsored and supported many different causes over the years from people rowing across the Atlantic, local rugby union club, school football teams, we've taken part in dragon boat racing for a local school, provided defibrillators for sports clubs, and completed mammoth swimming and triathlon based challenges for local charities Claire House and Zoe's Place through the Openwork Foundation."
One of Arrowe's latest sponsorships involves Matthew Cornah, a talented young archer with aspirations of reaching the Olympics.
"We sponsor a local annual archery competition and one of the competitors was Matthew Cornah, a hopeful for the future Olympics. His dad is also an existing client of Arrowe's and approached us for some support."
For Mike, supporting local people and worthwhile causes is simply part of the firm's identity.
"We have generated considerable amounts of business from all of the above over the years and see this as an integral part of our team at Arrowe and helping the communities we work with."
A competitive culture
Spend time with the Arrowe team and one characteristic quickly becomes apparent: a determination to be the very best they can be.
That mindset was on display recently when Jane Saunders, Director of Arrowe Financial Limited and Mike's wife, achieved outstanding success in Hyrox competition.
Already an accomplished athlete, Jane has won gold and silver medals at the European Age Group Triathlon Championships, as well as a bronze medal at World level. Looking to become even stronger as she pursued further triathlon ambitions, she turned to Hyrox.
The results were remarkable.
"Jane entered the Manchester Hyrox event and won it, her first Hyrox event qualifying for the World Championships in Stockholm."
In just her second event, Jane finished 25th out of 104 competitors in her age category.
"If she had been in the higher age group, which she will be in September, she would have finished second, in just her second Hyrox event."
Mike believes that same determination can be seen throughout the company.
"We are all very competitive at Arrowe with several people competing at Triathlon, Hyrox, Marathon, Half Marathon, Karate, Rugby, Golf, Trampolining and Gymnastics. I believe this competitive edge shines through in our tenacity and dedication to do the very best for our clients."
Looking ahead
With more acquisitions under consideration and the team continuing to expand, Mike is optimistic about what lies ahead.
"I believe that the future is extremely exciting and anybody who joins Arrowe will be enthused by our drive and commitment to be the very best we can be and guide our clients to a better future by helping them to aim higher."
But his ambition extends beyond increasing the size of the firm. It is about creating new possibilities for advisers, contributing to local communities and helping more clients achieve their financial goals.
As Arrowe Financial Limited enters the next phase of its development, the principles that have shaped the firm remain unchanged: putting clients first, investing in talented people and creating an environment built on hard work, ambition and teamwork.
For Mike, success is measured by more than numbers. Creating a firm where clients feel valued, advisers can flourish and colleagues enjoy being part of the team remains the ultimate goal.